3 levels of communication; only 1 creates buy-in
Bram Lagrou
We are on a mission to help 2 billion people with business, professional, personal and financial growth by 2043
"How shall I respond to a client next time this happens?" she asked.
The difficulty she experienced was a client who wanted to buy one item out of a package that goes together...
There are three different ways to respond, and the buy-in grows with each level.
- "You should buy them together because..." (Level 1)
- "Why do you feel that this item on its own will produce the result you are after?" (Level 2)
- "Let me ask, when you go shopping for a new car, would you just buy the body and leave out the seats, or do you buy the whole car, trusting that everything goes together?" (Level 3)
Most people are programmed to try to explain and justify logically... But telling is not selling.
A more advanced way is to coach the client through questions. That way you can bring the client to say the sensitive things, rather than you saying the same reasons to him/her. In the first case, the client cannot object, because he/she says so. When you say it, however, the client can (and often will) object.
Level 3 is an absolute game changer. When done with fun and respect, not arrogance, the analogy used will create an insight for the client that connects the dots straight away. The beauty of it is: you don't have to justify or rationalise your point any more. The analogy makes it crystal clear.
In summary,
- Level 1: We tell people, thinking that justification and reasoning will sell.
- Level 2: We ask people questions, and have them tell the answer back to us.
- Level 3: We use an analogy to demonstrate a point that makes the other person smile, because they got it and bought in.
This is a simple example of the many different ways you can dramatically increase the likelihood of winning new business - without needing to sell.
All you do is guiding the client and creating buy-in.
Many clients of mine dramatically increase conversions after working with me. They work smarter and find new ways to engage with customers, using proven principles from psychology and human behaviour science. Okay, I'll admit: some aspects are based on 'street smart' experience.
On 18th and 19th April, you will learn:
- How to inspire people to buy
- Pitching and how to influence the brain's chemistry to obtain the desired outcome
- How to induce a state of flow within yourself and keep yourself performing at a high level no matter what
- CRM and how technology can be used to fast track results, save time, increase sales conversions and improve margins
- How top achievers think, and how you can walk a mile in their shoes
- NeuroLinguistic Programming (NLP) and how to apply seeding with customers
- Storytelling and the fine art of making more sales with stories
Watch the testimonials video by people you might know personally
Join Dr John Demartini, Daniel Tolson, Cham Tang, Ray Behan, Sam Daynes, myself and an army of difference makers in business in the Adelaide Entertainment Centre for two extraordinary days.
Register for the National $ales Conference 2018 while you can
Let's make a difference together!
Bram Lagrou
Managing Director of Lagrou Partners Pty Ltd
Creator of Communication Mastery, Speak Up Clean Up, Best Year Ever, and Purpose Passion Power
Speaker at the National $ales Conference and Business Development Academy
Author of Selling is out. Create buy-in